Marybeth D'Souza

What's your performance like with your customer? Are they using your product or service? What kind of insights can we get from the level of usage that they have? The second is really then the experience value and what type, what's their sentiment? How easy do we make it

to do business with us, or are we making, you know, anytime they have a question, how quickly are we responding with the right answer at the right time? And then the last one is financial value, which is really hard, but if you are able to, you know, work with your customer around understanding how are you driving their own business,

to do business with us, or are we making, you know, anytime they have a question, how quickly are we responding with the right answer at the right time? And then the last one is financial value, which is really hard, but if you are able to, you know, work with your customer around understanding how are you driving their own business,

to do business with us, or are we making, you know, anytime they have a question, how quickly are we responding with the right answer at the right time? And then the last one is financial value, which is really hard, but if you are able to, you know, work with your customer around understanding how are you driving their own business,

and tying to their own financials and their own growth, then you're able, again, to be embedded in their business and be able to articulate the value that you're providing. And I do believe that that is uniquely something that customer success can do. They can uniquely get into those insights.

and tying to their own financials and their own growth, then you're able, again, to be embedded in their business and be able to articulate the value that you're providing. And I do believe that that is uniquely something that customer success can do. They can uniquely get into those insights.

and tying to their own financials and their own growth, then you're able, again, to be embedded in their business and be able to articulate the value that you're providing. And I do believe that that is uniquely something that customer success can do. They can uniquely get into those insights.

It is hard. But it's also like if we think about it, and I recognize this is kind of going in a direction of more of an enterprise motion. There's definitely different considerations if you're talking about more of a high velocity motion or things like that. But there's a ton of value here, I think, in talking about this motion. The sales team can get that information during the sale.

It is hard. But it's also like if we think about it, and I recognize this is kind of going in a direction of more of an enterprise motion. There's definitely different considerations if you're talking about more of a high velocity motion or things like that. But there's a ton of value here, I think, in talking about this motion. The sales team can get that information during the sale.

It is hard. But it's also like if we think about it, and I recognize this is kind of going in a direction of more of an enterprise motion. There's definitely different considerations if you're talking about more of a high velocity motion or things like that. But there's a ton of value here, I think, in talking about this motion. The sales team can get that information during the sale.

They often can get, what's the business value? Let's put together a business case because someone at your customer is putting their neck on the line to make a purchase with you. And so the question is, how do we bridge that gap from the minute that decision is made to continue to track and have that value conversation once we...

They often can get, what's the business value? Let's put together a business case because someone at your customer is putting their neck on the line to make a purchase with you. And so the question is, how do we bridge that gap from the minute that decision is made to continue to track and have that value conversation once we...

They often can get, what's the business value? Let's put together a business case because someone at your customer is putting their neck on the line to make a purchase with you. And so the question is, how do we bridge that gap from the minute that decision is made to continue to track and have that value conversation once we...

have made that decision and afterwards, and then, you know, in subsequent years to come and how do we adjust it? Cause there are so many macro environments that are changing. The businesses are probably, and so that is the value that again, that I think is some of the value in how do we bridge that gap and how do we have those conversations in an ongoing regular way?

have made that decision and afterwards, and then, you know, in subsequent years to come and how do we adjust it? Cause there are so many macro environments that are changing. The businesses are probably, and so that is the value that again, that I think is some of the value in how do we bridge that gap and how do we have those conversations in an ongoing regular way?

have made that decision and afterwards, and then, you know, in subsequent years to come and how do we adjust it? Cause there are so many macro environments that are changing. The businesses are probably, and so that is the value that again, that I think is some of the value in how do we bridge that gap and how do we have those conversations in an ongoing regular way?

through success planning or executive business reviews? Or when we talk about AI, like putting some of that in the hands of your customers, how are you surfacing that information to them so that they're mutually engaging in their own success? And it makes sense for them to share that information. Like you don't want them to share the information

through success planning or executive business reviews? Or when we talk about AI, like putting some of that in the hands of your customers, how are you surfacing that information to them so that they're mutually engaging in their own success? And it makes sense for them to share that information. Like you don't want them to share the information

through success planning or executive business reviews? Or when we talk about AI, like putting some of that in the hands of your customers, how are you surfacing that information to them so that they're mutually engaging in their own success? And it makes sense for them to share that information. Like you don't want them to share the information

Because you're curious, but it really helps to tailor your interactions, you know, target your conversations, give them more personalized recommendations around what they should be doing. So if you can bridge that gap, improve that value, then I think there's an opportunity there.